📉 Our Conference Fail: HOW to Avoid These Mistakes? | Sales Mates Podcast #64

💸 Hey friends!

In this episode of Sales Mates Podcast, we dive into business conferences — and openly share why Web Summit brought us zero leads.

How should you actually prepare for a conference? What goals should you set? Who should you talk to in advance? What should you bring — and how do you avoid pouring your budget down the drain?

We unpack our own mistakes, share what we learned, and give practical advice on what not to do if you want to come back with leads instead of just branded merch and exhaustion.

We also discuss when attending a conference is a marketing play vs. a sales tool — and how that affects everything from your booth setup to the team you bring along.

📌 In this Episode:

00:00:00 – Intro
00:03:30 – Why should companies even go to conferences?
00:06:49 – How we prepared for Web Summit and what went wrong
00:11:10 – Why you won’t get clients without pre-arranged meetings
00:17:10 – How much it all costs + what you absolutely must bring
00:19:58 – The key role of the team on the ground
00:27:51 – When and why should you go to a conference? Prep tips that matter

👉 Watch this episode to avoid our mistakes — and make the most of your next big conference!

Summary

In this episode of the podcast, the hosts discuss key aspects of preparing for business conferences, common mistakes participants make, and effective strategies for success at such events. Guests share their experience in sales and consulting, emphasizing the importance of quality meetings and thorough preparation.

The conversation highlights networking strategies, frequent missteps during meetings, and the importance of communication format. The speakers provide tips for organic interactions with potential clients, stressing that the quality of meetings matters more than quantity, and that having a clear agenda is essential for successful networking.

This episode also covers practical insights on booth engagement, post-meeting follow-ups, and how to approach potential clients, lead meaningful conversations, and maintain relationships after the event.

Takeaways

• Conferences require a systematic approach to preparation.

• The choice of conference should be based on specific industry focus and target audience.

• The quality of meetings matters more than their number.

• Preparation should start months in advance.

• Effective communication channels include email, LinkedIn, and the event app.

• Don’t attend a conference without pre-arranged contacts.

• Analyzing the participant list helps in planning.

• Niche conferences often offer better sales potential.

• Your pitch should be short and impactful.

• Most meetings happen outside the booth — you don’t need all the meetings, just the right ones.

• Aim for at least 10 relevant meetings at the event.

• A common mistake is not actually selling during the meetings.

• Avoid meetings that are just “talk for the sake of talk.”

• The meeting format should be clear and focused.

• Avoid template-style, generic meetings.

• Meetings should feel natural and authentic.

• Know how you could potentially collaborate moving forward.

• Each meeting should have a clear agenda.

• Preparation is key to success.

• Know the company you plan to speak with.

• A light, friendly tone helps build rapport.

• Ask engaging questions to spark interest.

• Don’t drag out the meeting if there’s no real interest.

• Discuss next steps during the meeting, not later.

• Follow-ups are essential for keeping the connection alive.

• Don’t expect instant replies after the conference.

• Multi-channel communication increases chances of success.

• Always respect both your time and theirs.

🎙️ Hosts: Anton Fedulov & Oleksii Sinichenko

Get real, practical advice from two successful sales managers as they share their secrets, personal stories, and strategies. Expect industry guests, funny day-in-the-life moments, and real talk about sales.

📺 Watch & listen on our YouTube channel: Sales Mates Podcast – @salesmatespodcast

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